The following concept defines challenges and areas for
action in the changing automotive trade, and identifies
objectives and contents of a corresponding
professionalization of management.
Michael Kuloge / Update August 2016
„For the past years, the automotive retail business is going
through a massive change.
New technology, changes to the legal framework, and rising
customer expectations permanently change the demands on
management, organizational structures and systems.“
(Retail Consulting, Mieschke, Hofmann and Partner GmbH)
Anyone who wants to be successful in the automotive
retail of the future, has to understand the changes in
the industry and its surroundings as an opportunity
and needs to meet the resulting challenges and
Only companies with a highly professional
management and staff as well as modern and efficient
corporate structures and processes are able to
compete in rapidly changing markets.
Distribution processes must be more efficient and future-proof
Work processes need to be harmonized across businesses
TOP priority should have the consistent utilization of the margin potential
with simultaneous optimization of cost structures
Oftentimes, the next step towards expansion must be done before the
current one has been mastered due to increased consolidation pressure
This new complexity requires a high degree of standardization and
centralization without abandoning the proximity to customers
Despite heterogeneous systems and complex business processes, the
management and control of the whole company must remain secure at all
Fields of Action
The identified challenges and fields of action in the automotive retail require further
corresponding developments in management. The main objective of this general
professionalization is the shift towards a
In this context, holistic means that the company is being looked at as a whole,
including all business areas, processes, structures and systems, the employees and
customers as well as the company culture.
holistic management oriented corporate governance
A holistic management-oriented corporate governance should not only focus on
operational and cross-functional topics, but also on tools and methods of modern
corporate management as well as generic competence.
In addition, change management and restructuring capabilities, and the knowledge on
how to develop innovative medium-and long-term strategies including the
implementation of this knowledge, are becoming more and more the key competencies.
Effectiveness, role modeling, performance, and ethical considerations provide the
framework or foundation, which should be understood as a personal expectation or
requirement by the executive herself/himself every day.
It is not only about the theoretical knowledge; it’s also about social skills, including how
to lead, to manage, and to control.
Contents of the Professionalization
Before founding MK Automotive Consulting , Michael acquired more than 20 years
CEO / MD experiences in leading premium and multibrand car dealership groups
within Germany. This in his own as well as at privately and at Volkswagen AG owned
dealership groups. Furthermore he managed for an US parent company owned BMW /
MINI dealership group in Germany and was recently responsible as the Country Manager
/ MD for an US investment fund owned largest Ford dealership group within Austria
with 5 locations and roundabout 300 employees with the brands Ford, Volvo, Fiat
and Alfa Romeo.
Additionally he worked as a senior consultant on behalf of the Volkswagen AG and was responsible for a holistic
development and management consulting of Volkswagen dealerships. Besides from that Michael lectured a couple
of years at the Management Marketing Academy of the Volkswagen AG on leadership, marketing & public relations,
human resources, reporting and generation change. He achieved several awards of the Volkswagen AG
(organization, employee satisfaction study, public relations) and main premium awards of the AUDI AG (q-power,
sales, after-sales, marketing). Furthermore he accomplished successfully a management audit at Volkswagen AG as
well as CEO audits at Audi AG and Screen GmbH.
Due to Michael's international activities he is very open-minded and likes intercultural exchange. He cooperated
several years with the Ben Craig Center, a business incubator affiliated with the University of North Carolina in
Charlotte, USA and managed their subsidiary in Germany. Furthermore he founded a US investment corporation,
was one of the initial investors and board members of a US medical start-up and founded their German subsidiary.
Additionally Michael consulted a high-tech company in Helsinki, Finland regarding growth, mergers & acquisition as
well as generation change and established business relationships to a MBO in St. Petersburg, Russia.